Fundraising for Arts and Culture Organizations:

helpful tips and strategies

Georgia Siampalioti

Introduction

• My background

• Structure of the presentation– Overview of the development activity– Basic concepts and their application– Examples– Q&A

Arts and Culture Funding in the USA

• The landscape– Total 2013 contributions: $335.17 billion per the Giving USA study for 2013 giving

– only 5% is directed to Arts, Culture, and Humanities

– Top giving areas are: religion and then education

Development Office Structure

• Individual Giving• Corporate Giving• Foundation Giving• Government Giving• Events Giving (i.e. Gala, auctions, etc.)

Each group has different philanthropic motivations and different expectations

Giving categories trends

• Corporate giving is declining (1.9% ↓)• Foundation giving increased (5.7% ↑)• Individual giving increased (4.2% ↑)

Where will you allocate your resources?

Before we begin • Development involves everyone in the organization,

especially in the Arts – Front of house – Back office

• Development must be an institutional priority – CEO and Board members

• Know your organization (SWOT analysis)– Audit the organization’s offerings and create an

experience• Have a development plan and set clear goals

Applying the donor cycle• Identify• Cultivate• Brief• Ask• Steward

Start all over again!

Identify• It means: – Create the pool of prospects

• How:– Research your immediate universe – Ask people for their data– Ask close friends for connections/introductions– Segment – Target

Identify // DETAILS• Read the news and the industry publications• Look at who is coming to your organization– Ticket buyers and Current donors: Research

patterns– Age and Gender– Company affiliations

• Who do you want to attract?

Cultivate• It means:– Let’s get to know each other better

• How:– Targeted events– Meetings and gatherings – Communication materials– Introducing organization artists/staff to prospects

Cultivate // DETAILS• Types of events/programs• Create interest groups – people want to

connect with people who have the same interests– New work/education/conservation– Travels and outings, Collectors

• Create working groups/committees– For event planning/program/fundraising, etc.

Brief• It means:– Making your case for support

• How:– Presentations– One-to-one meetings– Briefing events with key organization players

Brief // DETAILS• Type of event– Give specific facts about the program• # of visitors/ticket buyers• # of exhibitions/new works/performances• # of children reached via education programs

– Give a reason to support and an urgency• In our X budget we have a gap of Y• We want to do X and we miss Y

INVOLVE THE ARTISTIC PERSONNEL

Ask• It means:– Ask for support/contacts/time/hosting

opportunities/partnerships, etc.• How:– Just do it!– One-to-one– Mail/email solicitations– Calls– Make paying easy (cc, installments, etc)

Ask // DETAILS• You have to think about CHOREOGRAPHY.

– Who is asked for what and when? – Think about matching gifts and strategic gifts. – Which gifts will influence others? – Do you go to foundations first or do you go after you have a few gifts?

• Project support and operations support• Smaller gifts –new media• Bigger gifts – in person / connections• In the US 3% make the 60% of the giving

Steward• It means:– Thank the donor – Keep the interest and the excitement

• How:– In every opportunity– With letters/emails/meetings– During the programs; meet and greet– Benefits fulfillment

A word about Benefits• Access/Proximity/Speed • Be creative and personalize• Involve all aspects of the organization• Involve other organizations too // Cross

promote• Find your unique selling point and sell it– Avoid waiting lines– Access to special artists and behind the scenes

Advice from your colleagues in NYC

• Just Ask • Aim high• Listen closely• Continuation in leadership• Involve the artist’s voice in every possible venue• Trustee/committee management: Keep them

engaged• Marketing Sales/Development Integrated practices • Membership is the new subscription

Thank you!!